Leadership: Enhancing the Lessons of Experience--Chapter 4

What are the six composites of motivation to manage?

1. Maintaining good relationships with authority figures. 2. Wanting to compete for recognition and advancement. 3. Being active and assertive. 4. Wanting to exercise influence over subordinated. 5. Being visibly different from followers. 6. Being willing to do routine administrative tasks.

What are the six composites of motivation to manage?

1. Maintaining good relationships with authority figures. 2. Wanting to compete for recognition and advancement. 3. Being active and assertive. 4. Wanting to exercise influence over subordinates. 5. Being visibly different from followers. 6. Being willing to do routine administrative tasks.

What are the nine types of influence tactics?

1. Rational Persuasion: this occurs when an agent uses logical arguments or factual evidence to influence others. 2. Inspirational Appeals: occurs when they make a request or proposal designed to arouse enthusiasm or emotions in targets. 3. Consultation: occurs when agents ask targets to participate in planning an activity 4. Ingratiation: occurs when an agent attempts to get you in a good mood before making a request. 5. Personal appeals: when they ask another to do a favor out of friendship. 6. Exchange: influencing a target through the exchange of favors. 7. Coalition tactics: differs from consultation in that they are used when agents seek the aid or support of others to influence the target. A dramatic example of coalition tactics occurs when several significant people in an alcoholic's life (such as spouse, children, employer, or neighbor) agree to confront the alcoholic in unison. 8. Pressure Tactics: Using threats or persistent reminders to influence targets. 9. Legitimizing tactics: occur when agents make requests based on their position or authority.

What is coercive power?

Coercive power, the opposite of reward power, is the potential to influence others through the administration of negative sanctions or the removal of positive events.

What is expert power?

Expert power is the power of knowledge. Some people can influence others through their relative expertise in a particular area.

What is influence?

Influence can be defined as the change in a target agent's attitudes, values, beliefs, or behaviors as the result of influence tactics.

What is reward power?

It involves the potential to influence others due to one's control over desired resources.

What is the Thematic Apperception Test (TAT)?

It is a projective personality test consisting of pictures such as a woman staring out of a window or a boy holding a violin. Subjects are asked to make up a story about each picture, and the stories are then interpreted in terms of the strengths of various needs imputed to the characters, one of which is the need for power. Because the pictures are somewhat ambigious, the sorts of needs projected onto the characters are presumed to reflect needs (perhaps at an unconscious level) of the storyteller.

What is the Influence Behavior Questionnaire (IBQ)?

It is designed to assess nine typed of influence tactics, and its scales give us a convenient overview of various methods of influencing others.

Is there one power source that is best to use?

It is impossible to answer that question, as we would have to have more information about the situation.

What is personalized power?

Leaders who have a high need for personalized power are relatively selfish, impulsive, uninhibited, and lacking in self control.

Explain the need for power as related to leader motives.

Leaders who have a need for power are, historically, effective leaders. Need for power comes from personalized power and socialized power.

What is legitimate power?

Legitimate power depends on a person's organizational role. It can be thought of as one's formal of official authority.

What is power?

Power has been defined as the capacity to produce effects on others or the potential to influence others.

What is referent power?

Referent power refers to the potential influence one has due to the strength of the relationship between the leader and the followers.

What is socialized power?

Socialized power is exercised in the service of higher goals to others or organizations and often involves self-sacrifice toward those ends.

What are the five sources of power, as defined by French and Raven?

The five sources are Expert, Referent, Coercive, Reward, and Legitimate.

What is pecking order?

The phrase pecking order refers to the status differential between members of a group.

What are leader motives?

They are studying leadership by focusing on the leader's personality.

What are influence tactics?

They are the actual behaviors used by an agent to change the attitudes, opinions, or behaviors of a target person.

What are influence tactics?

They refer to one person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors.